You have picked up the phone to call your first lead of the day. You may feel nervous or unprepared as you dial the number, hoping you can transform this contact into a closing sale. Being prepared will give you the confidence you need to make that call a success. Use these 7 tips to give you more confidence in any sales or door to door call.
Knowing your product is fundamental to sales. Like the foundation to a building, understanding what your product can do, who it will benefit, how it works and how your potential customer can access your product must underlie your call. Study the specifics of your product including technical details, materials used, and applications before you pick up the phone. Without the mastery of your product, you may fumble for answers to client’s questions and shake your confidence.
Once you have mastered your product, turn your attention to your potential customer. If you understand their company, their goals, and their problems, you can do more than sell a product, you can be the hero who solves their problems. Take the time to check out the company’s web site and social media. Notice the negative feedback received and how your product can fix their challenges.
Start the call with a great opening line. You must set the tone. Mentioning how bummed you are that your favorite team just lost will drag your contact down. Because it is human nature to associate negative feelings with someone who brings up negative thoughts, your contact will tend to transfer your less than uplifting comments with the products that you are trying to sell. Instead, congratulate them on an award their company earned or mention a positive story from your life that will lift their spirits and put them in a good mood from the start.
When you ask good questions, clients will start talking. Generally, people like to talk about themselves and what is happening in their world. Show genuine interest in the work that they do and take notes as they open-up about their business. Remember that you are building relationships and listening is essential in any relationship. Good ears make good relationships. Keep track of your new friend’s needs withn lead tracking software. Even if you don’t close the sale in one call, you will be ready to advance the relationship the next time you call.
Customize options to only what your customer needs. Overwhelming a client with needless options will frustrate them and discourage the sale. Focus on the details and features that will make their life easier and their job more productive. Inform them that other options are available only if what you presented isn’t fulfilling their company’s needs.
You can greatly damage the perception of your company and your product by speaking poorly of your competition. Psychology has found that pointing out the sloppy workmanship or sleazy service of another company will unconsciously project those attributes to your company in the minds of your contact. So, don’t say anything negative about your competition. “No comment,” is the best answer.
Simple gratitude and polite gestures warm your relationship with your leads. Say “please” when asking for permission. Say “thank you” when permission is granted. Showing consideration to someone is also polite. If you receive a text or email from a client, acknowledge it and thank them immediately. If you promise to get a detailed quote for someone, follow up promptly. Showing this kind of respect will make your client feel valued. A valued customer becomes loyal and this loyalty leads to further sales.
These 7 tips will equip you with the skills you need to confidently transform warm and cold contacts into long term sales for you and your company.
Publish Date: March 6, 2020 1:05 AM